Senior Outreach.io Program Manager

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

As a Senior Outreach.io Program Manager at Elastic, you will lead the strategy, execution, and continuous improvement of our Outreach.io platform, a key tool in growing our sales pipeline across General Business, Mid-market, Enterprise, and Strategic segments. This includes end-to-end management of Outreach.io, including configuration, content development, process optimization, and reporting. In this role, you’ll ensure alignment across multiple business functions to drive sales growth and increase the efficiency of our sales engagements.

You’ll collaborate with Sales Development (SDR), Marketing, Sales, Sales Operations, and Enablement to build data-driven, targeted outreach strategies that help our sellers engage prospects more efficiently and consistently.

Key Responsibilities:

Develop Outreach Strategy & Playbooks:

• Design and continually refine outreach strategies and playbooks, taking into account key variables like inbound/outbound focus, personas, verticals, messaging stages, and solution plays.

Outreach Platform Management:

• Lead all aspects of the daily configuration and performance of Outreach.io, ensuring functionality that meets the evolving business goals while driving measurable results.

Cross-Functional Collaboration:

• Work in partnership with multiple teams synchronize messaging and optimize campaign performance, aligning outreach activities with broader demand generation strategies.

Content Development & Optimization:

• Partner with internal teams to build and run email sequences, LinkedIn outreach, and other prospecting materials. Ensure all content is up-to-date, relevant, and tailored to specific personas and customer segments.

Performance Analytics & Reporting:

• Analyze metrics such as email sequence performance, reply rates, opt-out rates, and A/B test results. Provide data-driven recommendations and insights to refine content, sequences, and processes. Present findings and performance reports to leadership.

Training & Enablement:

• Develop training materials and documentation Sales Enablement to enable onboarding of new reps and continuous Outreach.io usage.

Campaign Prioritization & Execution:

• Collaborate with marketing and sales leadership to prioritize and define outbound campaigns and set sequence goals aligned with overall business objectives.

Governance & Best Practices:

• Establish and carry out standard processes for Outreach.io content creation, sequence management, and reporting governance to ensure consistency and scalability across teams.

System Integrations & Troubleshooting:

• Collaborate with IT and Sales Operations teams to ensure smooth integrations with Salesforce and troubleshoot any system issues that may arise.

Reporting and Data Analysis:

• Partner with Sales Operations to craft and implement reporting infrastructures that measures the success of outreach programs.

Role Success Indicators:

• Engagement Metrics: Increased open, reply, and connect rates.
• Pipeline Metrics: Growth in Sales Qualified Leads (SQLs), pipeline, and revenue contribution from outreach activities.
• Content Performance: Positive conversion rates, A/B testing rates, and sequence efficiency.

What You’ll Bring:

Experience:

• 8+ years of B2B SaaS experience, with 2+ years of hands-on experience with the Outreach.io platform.
• 1+ year in a SDR, Sales, or Field Marketing role using Outreach.io.
• Outreach.io Administrator Certification is a significant advantage.

Technical Skills

• Strong proficiency with Salesforce CRM and its integration with sales engagement tools.
• Experience configuring and optimizing Outreach.io to meet reporting, w